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Jon Ferrara. He’s been recognized for pioneering innovation in the customer service management category for many years. Prior to founding Nimble, he was the creator and co-founder of the award-winning customer management product GoldMine. In 1999, Goldmine got acquired by FrontRange and he left to pursue other interests. During those years, he continued to watch the CRM market grow. He saw that most CRMs in the industry that were serving small businesses moved up market and became way more expensive and more complex—leaving the small business market totally underserved. It was at that point that Jon decided to create the next generation CRM product for small businesses called Nimble.

Famous Five:

Favorite Book? –Think and Grow Rich

What CEO do you follow? –Marc Benioff

Favorite online tool? —Buffer App

How many hours of sleep do you get?— Around 8

If you could let your 20-year old self, know one thing, what would it be? – “Start a business earlier”

Time Stamped Show Notes:

00:44 – Nathan introduces Jon to the show

01:42 – Jon wasonEpisode 643of The Top

01:55 – Nimble has around 10K paying customers with a monthly RPU of $20

02:08 – 3% monthly churn

02:14 – CAC is around $5

02:24 – Team size is 25

02:43 – Nimble has recently closed a $9M round

03:07 – Acquiring SMBs is the exact same way they’ve scaled Goldmine

03:20 – The problem with most CRMs today is that only sales and marketing people usethese systemswhen in fact, everyone in the company should use it

03:56 – Jon cold called every Novel reseller in the country when Goldmine was just starting

04:00 – “People sell what they know and know what they use”

04:15 – When Jon started Nimble, no one knew that social media wouldbe the way to grow a business

04:30 – Jonlookedaround for influencers for Nimble’s launch

04:48 – Nimble is the early pioneer of influencer marketing

05:08 – Nimble was getting 100K website views with 0 marketing spend

05:25 – As a company scales up, it should also touch the customers in different ways

05:43 – Nimble doesn’t pay influencers

05:45 – To find influencers, you have to know the core influencers around your product

06:00 – You find ways on how to build a relationship with influencers

06:32 – Nimble will now try to get around with ad spend

06:41–Jon always believed that therewasanother way to get accesstocustomers

06:44 – Jon is going to replicate the strategy theyused withGoldmine by partnering with people similartoMicrosoft and Googleandget their VARs to use Nimble and start recommending it

07:01 – Nimble just signed a deal with Microsoft where they can be a reseller of Nimble

07:12 – Microsoft can now give their VARs Nimble so their VARs can be better, smarter and faster in sales and marketing

07:33 – Nimble will work on top of Office 365 as the operating system of a business

07:57 – Microsoft is currently passing their revenue to the VARs

08:11 – The VARs are the one making the MRR which is 20%

08:30 – Nimble’s average RPU is now around $30

08:41 – If you can help a business person with their sales and marketing needs, you’re now opening yourself up to other functionalitiesforthat customer

08:53 – Every business struggles with sales,marketing and relationship management

09:20 – Nimble just rolled out new pricing and marked on automation add-on

10:13 – March MRR is around $225K

10:25 – Nimble now has around 10.5K customers

11:31 – Without relying on the VARs, it’s going to be a long term strategy for Nimble